ANDREW R. THOMAS is the Managing Director of Erhart Enterprises, S.A., a worldwide distributor of consumer and industrial products. He has served on the faculties of the University of Toledo, La Universidad de Guayaquil in Ecuador, and the University of Akron.

Preface
List of Illustrations
Foreword
Global Manifest Destiny
The Promise of Emerging Markets
Perils: The Inherent Realities of Emerging Markets
Seizing the Advantage: Defining Your Company's Role in Emerging Markets
The Local Presence: Selecting and Recruiting Emerging Market Distributors
Maximizing Your Assets, Minimizing Your Risk: Training, Communicating with, and Controlling Your Emerging Market Distributors
Bound Relationships: The Distributor Agreement
The Final Imperative: Forging Global Manifest Destiny
Emerging Market Resource Guide
Index

The future success of many companies in the United States and Europe is becoming more dependent on effectively developing and expanding markets in new emerging and partially developed countries. Few companies, however, know how to do it well, if at all. Their success rate is low, while the cost of failure remains high. Caslione and Thomas provide insights, knowledge, special tools, and the experience that will show executives how to take hold of these challenges. Through case studies of companies in a wide cross-section of industries, the authors highlight the processes necessary to develop successful market entry, sales, and distribution strategies for their companies in emerging markets around the world.
Global business strategy can no longer be focused on only one country or region; the risks are too great. Only when a truly global company develops a holistic and global perspective and implements proven strategies can the success in the new global economy be achieved.